Column A
Top X opportunities is the only Top X type not in this SIT?
What is SIT 5?
It is not defined and it will vary based on your current funnel health and performance
What is the signification of X in the TOP X concept?
At WD after looking back at the progress I have made in the last month
When should I select my Top X for the month?
Top X box
What box should be checked for my monthly Top X selection?
It’s the tool to help me get prepare to reach out to a C-Level contact and find useful information per vertical
What is the Sales Messaging playbook?
SIT 5: Identify monthly Top X Target or Account
What is the new name for SIT 5?
Looking back at last month TOP X
What should I be doing before selecting my current month TOP X?
To differentiate Call Backs, Win backs, Ideas, Long term projects and marketing campaigns (qualified leads) from my Top X
What is the purpose of SIT 6 nomenclature?
The date when your next action is due
What is Next step due date?
Methodology to help you prepare to have a business transformation conversation
What are White board, 2 minutes story and conversation plan?
This is a prospect customer with no revenues that you want to initiate a business transformation conversation to generate opportunities
What is a Top X Target?
This is an existing opportunity in your funnel ideally in early stage that you want to influence and make progress
What is Top X Opportunity?
This is the report to view the progress I have made on my Top X
What is the report Monthly Top X selection?
Next step, next step due date, additional information and activities
What at the minimum fields I need to leverage to provide info to my leader to benefit from relevant coaching?
Those are the 3 questions you should prepare to have a business transformation conversation
What is Why Change? Why Now? Why TELUS?
This is an existing customer that you want to expand portfolio by generating new opportunities, create new contact or penetrate new line of business
What is a Top X Account?
It isn’t an opportunity that is about to close. It isn’t necessarily your largest opportunity. It isn’t your must win deals for the year
What Top X is not?
Age revised
What new field is in place to reset the opportunity age when SIT 6 moves to SIT 5 or SIT 6 or SIT 5 moves to SIT 4-3-2 or 1?
Why Change?, Why Now? (Compelling event), Why TELUS? (UBV) and Business Initiatives
What minimum information should I enter in the Additional info field in SFDC for opportunities with no TAS?
They are the 4 business initiatives to research on to start a Transformation Conversation
What are the Employee Engagement, Customer Experience, Optimizing Operations and Expanding the Business?
My Top X Selection view
What SFDC Opportunity view provides a quick glance at my Top X selection?
The process of which priorities you are focused on become the priorities of your manager, director, VP, and SVP
What is Top X roll up process?
A parking lot that is not looked at regularly
What SIT 6 should not be?
Decision maker, Evaluator, User or Approver
What are the roles I can attribute to my contacts in my opportunity?
When I have a problem in the quantity of opportunities in my funnel and I want to penetrate new accounts.
When should I use Top X Target?